Sales Solution Manager

Nokia

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Description

Nokia is a global leader in the technologies that connect people and things. With state-of-the-art software, hardware and services for any type of network, Nokia is uniquely positioned to help communication service providers, governments, and large enterprises deliver on the promise of 5G, the Cloud and the Internet of Things.

Serving customers in over 100 countries, our research scientists and engineers continue to invent and accelerate new technologies that will increasingly transform the way people and things communicate and connect.

The Solution Manager has technical sales and relationship responsibilities towards the marketing, product development, and technical departments (might be up to CTO) in the customer organization. He/She plans and executes the solution marketing activities and has a clear technical customer strategy in mind. The SM has a good understanding of the market position of the customers and develops opportunities and technical strategies for Nokia NET to improve its position. The Solution Manager manages the product portfolio in the CT in his/her own BU product/solution competence area and has the responsibility to push the BU sales in the CT. The SM has to take the role of the Customer Solution Owner (see chapter TRICORN Roles). More than one SM can be assigned to a CT at the same time, depending on portfolio coverage and size of business. Build strong customer relationship as aligned with AM and / or CT Head Identifies, qualifies customer needs and opportunities Creates a technical sales strategy for the CT Promote solutions and drives related customer engagement Responsible for the technical solution (BL related) including technical risks, upsell potential and assumptions during offers until contract is signed and the case is handed over to the delivery owner. (Gate 6 Handover Meeting) Performs scope stripping of the RFP into various business lines of Nokia, with clearly defined ownership and timelines. Acts during bidding phase as Technical Stream leader Provides offer configurations, bill of material, quantities and Internal Reference Price (IRP) level pricing , statement of compliance - (executed by GSS) Provides contract content information (configurations, items and prices) using CSP tool to TCC for sales contract creation and for the maintenance of SAP P20 Quantity Contract - (partially executed by GSS and involvement of TCC within Gate 5) Supports Demand Planning and Latest Estimate (LE) with above configuration info until Gate 6 Considers and tracks product phase-in and phase-out timelines during the sales phase for offering purposes. (After G6 delivery organisation is responsible for Phase out communication) After signing the customer contract, CT has to initiate the handover to the implementation team Technical Domain Expertise Good knowledge on Nokia GSM, WCDMA, LTE, & WiFi Product portfolio and Solutions Proficient in handling technical queries and discussing technical concepts related to Radio Access Technologies including 2G,3G and LTE. Should be able to build and manage peer network in the different business units including product line units of Radio and X-Haul Solid Radio competence on 2G/3G/4G. Added knowledge on upcoming technologies such as IoT/5G/M2M communications etc is an added benefit, at a 3GPP, IEEE level, including LoRa, Bluetooth, etc. Mobile broadband networks planning and optimization experience is a plus. .Ability to provide Deep Dive on all Radio Specific Functionality to Customer. Solid understanding for Nokia RAN Portfolio and Solutions including Small Cells, WiFi, Controllers…etc. Market and operator business understanding. In depth knowledge of Radio Technology, Features and functionality. Experience in tendering and sales function. Deep understanding of transmission technologies especially microwave, longhaul, shorthaul, aggregation, Mobile Backhaul and fronthaul. Proficient in handling technical queries and discussing technical concepts related to Transport Technologies. Candidate should have around 10+ years of Experience on the Transmission side with a strong background of Microwave Networks. Knowledge on Transport Technologies including microwave, longhaul, shorthaul, aggregation, Mobile Backhaul and front haul is required. Pre-sales background with experience of handling RFPs/tenders/bids and preparing proposals is required. Experience of working on tools like Pathloss, Spider, OGCAT will be an advantage. Knowledge of X-haul products from Alcatel Lucent (9500 MPR series) will be an added advantage. Network and Solution Designing Ability is required. An Electronics & Communications Engineering graduate with good understanding of concepts of Radio and microwave transmission is required , Post graduation in the necessary field will be an added advantage. Fluent in English and French ( Spoken and Written)An Electronics & Communications Engineering graduate with good understanding of concepts of Radio and microwave transmission is required , Post graduation in the necessary field will be an added advantage. Fluent in English and French ( Spoken and Written) 10-14 years of relevant experience in Radio and X-Haul Domain is required.